Article Overview:
In this Article, Tony Atherton discusses the Salami Tactic, often used during negotiations, and how to counter it.

Opening Words:
Some negotiators just love to play tactical games. In this article we will look at one of the most widely known negotiating tactics and think about how to rebuff it. In our negotiating skills courses we discuss this and other tactics in some detail and practice using them and rebuffing them.

Salami sausages are big things (often spicy) that are eaten a slice at a time, they would be indigestible if taken in a single large piece. This aspect has led negotiators to use the name for a negotiating technique that tries to do just that: to win concessions in small doses (slices) when the other party would probably reject them if they were put on the table all at once. It is often used on a party that is mainly concerned with damage limitation.

Useful Reading For:
Anyone involved in negotiations.